Melton Littlepage is Senior Vice President of Marketing at Tenable. He is a seasoned marketing leader with a proven track record of accelerating revenue and pipeline in high-growth SaaS businesses, including Tenable, SAP Concur, New Relic, and Schoology. He has extensive hands-on experience developing marketing strategy, leading go-to-market operations, building brand awareness, establishing new categories, generating quality leads at scale, increasing customer lifetime value, and heading up all marketing functions.
At Tenable, Melton is responsible for driving demand generation for cybersecurity solutions that are used by more than 30,000 organizations worldwide, including more than half of the Fortune 500.
In this episode, Melton sheds light on why he believes solution-based marketing is paramount to demand gen success, how to truly understand the problems your customers face, and how to make your brand synonymous with the solutions they need.
“Being a VP of marketing is like being the VP of helping the customer solve a problem. We have a lot of internal processes and KPIs and metrics—and all that's really important—but our job is really to understand our buyer and understand what they're up against.”
“[Our customer] is not looking to buy a product, they're looking to solve a problem. We need to jump in there and help them solve the problem. That's how they're going to end up buying the product. It doesn't come the other way around.”
“We've built a demand gen organization that is dedicated to reaching our target persona and changing their mind. That’s it in a nutshell.”
“We start with the buyer and the problems they have in their day-to-day world. We try to help them understand that there is a better way to do what they do. We hold their hand through the process of learning how it could apply in their organization and what the potential benefit is. And then, in an ideal world, we start a conversation with them. If we can do that, we've succeeded in our role as marketing. If we can't do that, then all the KPIs, processes, tech– it just doesn't matter.”